Regional Sales Manager - State & Local Government

Ready to join a team that’s all in? At Imprivata, we deliver unified access and security management programs that eliminate friction, empowering healthcare and mission-critical organizations to work smarter, faster, and more securely.

We believe work can be more than a job or task—it’s a collective spirit; the type that emboldens creativity, embraces challenge, and fosters excitement. We are constantly raising the bar on what’s possible, owning the outcome of our triumphs and trials, staying nimble amidst change, and cultivating an environment where we win together. Here, your ideas matter, your differences are celebrated, and your work drives real results—for your career, your teammates, and our customers.

When you join Imprivata, you embark on a shared journey of ambition and growth. We’re committed to building an inclusive workplace where everyone feels valued and supported. If you’re looking for a place to match your passion with purpose—and where every day you can make an impact—you’ll find it here.

We are seeking a Regional Sales Manager – State & Local Government to join our team. This is a remote opportunity based in the United States.  

Job Summary

The Regional Sales Manager (RSM) State & Local will be responsible for selling Imprivata’s security solutions to public safety, law enforcement, and other government agencies within an assigned geographic territory (Midwest/Great Lakes). This role focuses on driving new business and expanding existing relationships within State and Local agencies. They must be collaborative and effective at utilizing Imprivata resources. Must be skilled in qualifying, demonstrating company products and service solutions, and exhibiting history of successfully negotiating, driving across the sales cycle and closing new business opportunities.

Duties and Responsibilities

• Exceed regional booking targets and maintain accurate forecasts in Salesforce.com, per company guidelines. 
• Target and gain access to decision-makers in key prospect areas of public safety, law enforcement, and other government agencies. 
• Own and manage the full sales cycle—from opportunity creation to forecasting and closing. 
• Understand customer needs and regulatory requirements, particularly around CJIS compliance, and position solutions accordingly. 
• Focus on public sector customers that require CJIS-compliant solutions, including law enforcement, state and local government, and justice agencies. 
• Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com. 
• Collaborate effectively with internal sales teams and external channel partners to drive opportunities forward. 
• Ability to travel up to 50%. 
• Other duties as assigned and required. 

Required Qualifications

• Bachelor’s degree or equivalent combination of education and experience. 
• 10+ years’ experience of successful sales experience in the public sector, law enforcement technology, or CJIS-regulated environments. 
• Experience in enterprise software sales, preferably in access management or cybersecurity solutions. 
• Experienced in partnering with inside sales resources and working as part of a team to achieve mutual goals. 
• Comfortable calling at the senior executive level. 
• Highly effective presentation, negotiation and closing skills. 
• Solid oral and written communication skills, along with effective presentation, negotiation and closing skills. 
• Exceptional time management, organizational and decision-making skills to work autonomously and collaboratively in a team environment. 

Desired Qualifications

• Experience selling security, identity, access management, or cloud-based solutions to government agencies. 
• Familiarity with state and local government purchasing vehicles and contract vehicles (e.g., GSA, NASPO, etc.). 
• Existing relationships within public safety or law enforcement communities. 

This position offers a total compensation range of $210,000.00 to $320,000.00 (inclusive of base salary and variable compensation, such as bonuses and incentives). In addition, more information about Imprivata’s benefit offerings can be found here. This range represents the high and low end of Imprivata’s compensation range for this position. Actual compensation will vary and may be above or below the range based on various factors, such as a candidate’s location, skills, experience, and qualifications.

At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun. If you have the skills and qualifications as we have described above, we want to hear from you!

Imprivata provides equal employment opportunities, regardless of race, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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